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Manmohan Singh , Material Manager, XYZ Motors Ltd. asked Pradeep Sharma, Marketing Manager of Steel Tubes Co. for a meeting to discuss an important strategic issue. Pradeep was thrilled that a key customer, XYZ Motors was keen on discussing an important issue. Manmohan explained to Pradeep that his company which manufactured light and medium commercial vehicles wanted to have a reliable supplier of rectangular steel tubes that were used for making chassis base frame of vehicles. He further said ?We are looking for a long term relationship. Is this acceptable to your organization??. Pradeep thought for a moment about the possible response from his CEO and responded to Manmohan: ?Yes, it is a very good proposal? and that he will revert within one week after talking to his superior. 1. What do you think about Manmohan?s proposal? 2. If you were Pradeep, how would you present this proposal to your CEO? 3. How will you negotiate with Manmohan , assuming the CEO agrees?

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Manmohan Singh , Material Manager, XYZ Motors Ltd. asked Pradeep Sharma, Marketing Manager of Steel Tubes Co. for a meeting to discuss an important strategic issue. Pradeep was thrilled that a key customer, XYZ Motors was keen on discussing an important issue.

Manmohan explained to Pradeep that his company which manufactured light and medium commercial vehicles wanted to have a reliable supplier of rectangular steel tubes that were used for making chassis base frame of vehicles. He further said

Posted on Sep 12, 2010

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